How to replace leads with opportunities for the sales team through Account Based Marketing.

Today’s topic is how to replace leads with opportunities for the sales team through Account Based Marketing. My goal is to bring clarity to whether ABM is hype or real for your company. If you live or die by the big deal, Account Based Marketing should be on the top of your priority list. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.


Our guest today is Leo Tucker, the Chief Marketing Officer at PGi. Leo leads a B2B marketing and sales enablement team. PGi is the world’s largest dedicated provider of collaboration software and services to business, hosting over a million people each day utilizing their products. 


Watch my interview with Leo as he describes the journey his company has gone through to leverage ABM. Leo and I discuss the ABM topic that is receiving a tremendous amount of buzz.  This is an ideal video resource to help B2B marketing leaders separate the hype from the reality.


ABM is perfect in an environment where you make or miss your number based on a few big deals.  To attain over achievement there are a half of dozen deals a year that are very large. Having marketing focused on those deals, with sales, increases the probability of closing those.  ABM is all about having marketing focused on helping us generate those big deals.  


Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job